Director Cloud Partnerships, North America

As the Director of Cloud Partnerships at Celonis, your main responsibilities will include serving as the primary contact for Cloud Partner teams in North America, developing and executing a comprehensive Go-To-Market plan, managing joint pipelines, and overseeing collaboration with partners. You’ll also focus on expanding partnerships and enabling sales teams to drive joint opportunities, all while ensuring alignment with Celonis Sales teams' regional priorities.

To qualify for the Director Cloud Partnerships position at Celonis, you will need 5-10 years of experience in partner management, sales, or business development roles, particularly with major cloud providers like Microsoft, AWS, or Google Cloud. A strong background in relationship management, strategic execution, and excellent communication skills are also essential, along with a relevant educational background in Business Administration, Economics, or Information Systems.

The Director of Cloud Partnerships contributes to Celonis' growth by executing Go-To-Market strategies with cloud partners, building robust relationships, and driving joint sales opportunities. By effectively managing daily collaboration and facilitating transactions, this role plays a crucial part in aligning Celonis with market demands and expanding its reach in North America.

Success for the Director Cloud Partnerships at Celonis means achieving measurable growth through new and existing partnerships, driving innovative strategies that align with company goals, and being able to foster a motivated partnership ecosystem. Meeting joint sales targets and successfully implementing value propositions will also be key indicators of success.

Celonis supports its Director of Cloud Partnerships by offering comprehensive resources for professional growth, including a strong focus on personal development through mentorships, career paths, and a rich learning and development platform. Celonis also provides a great compensation package and has a thriving, open-minded company culture that fosters collaboration and innovation.

When responding to this question, focus on specific examples of how you've managed partnerships with cloud providers. Discuss your approach to relationship building, the strategies you've implemented, and the outcomes achieved. Highlight your familiarity with Microsoft, AWS, or Google Cloud and how these experiences align with the responsibilities of the Director Cloud Partnerships role at Celonis.

In answering this question, showcase your organizational skills and strategic thinking. Talk about methodologies you use for assessing priorities, such as analyzing potential revenue impacts, stakeholder inputs, and aligning with regional sales teams. Providing a real-life example where you successfully navigated competing initiatives can strengthen your response.

Discuss your methodical approach to developing impactful GTM plans, emphasizing collaboration with sales teams and understanding market trends. Outline any frameworks or tools you use to analyze data and leverage insights for driving go-to-market success. Mention how previous experiences shaped your understanding of effective GTM strategy.

Offer a storytelling approach, detailing the entire process from identifying potential partners to establishing a successful collaboration. Highlight the challenges faced, the strategies deployed, and the measurable outcomes that resulted from the new partnership. Make sure to tie this back to how such experiences could find application at Celonis.

Describe specific training sessions, workshops, or resource materials you have developed or used to support partner sales teams. Emphasize the importance of creating clear, concise value propositions and ensuring the sales teams understand the product integration insights needed to drive growth with partners.

Discuss key performance indicators (KPIs) relevant to partnerships, such as revenue generated, deal closure rates, and overall sales engagement with partners. Sharing examples of how you tracked and reported these metrics in past roles shows your analytical capabilities and aligns with the results-oriented mindset required for the Director Cloud Partnerships role.

In your response, discuss your conflict resolution skills and provide examples of how you've successfully navigated tense situations between partners. Emphasize your approach of open communication, seeking to understand different perspectives, and finding mutually beneficial solutions, which would be crucial in the Director Cloud Partnerships position.

Explain your proactive philosophy toward relationship management, detailing how you maintain consistent communication, conduct regular check-ins, and ensure that partners feel valued and invested in joint goals. Highlight the importance of two-way feedback in sustaining a productive partnership.

Detail a situation where you successfully aligned a partner strategy with the broader company objectives. Explain how you identified the company’s goals, tailored the partnership approach accordingly, and realized tangible benefits for both the partner and your organization.

In answering this, reflect on your alignment with Celonis’ mission and values. Discuss your excitement for innovative process mining technology and the potential it represents for businesses. Convey your desire to contribute to a growing, dynamic team and how the company’s culture resonates with you personally.